READ TIPS AND SCRIPTS FROM OVER 35 AGENTS IN THIS COMPREHENSIVE GUIDE TO SELLING MEDICARE SUPPLEMENTS AND FINAL EXPENSE LIFE INSURANCE TO SENIORS!
Life insurance sales training often comes at a great cost, requiring agents to spend thousands on conferences or give up contracts in exchange for training. Save your money, keep your contracts, and read this book to learn the proven sales tips and scripts that 35+ successful agents use to sell life insurance and Medicare Supplements to seniors.
This insurance sales training manual covers the entire sales process, from equipping agents with the skills to contact leads and close sales, to polishing their online brands to attract referrals and internet leads!
A demographic tsunami of baby boomers are retiring and requiring help with their Medicare and Life Insurance needs. Meanwhile, record numbers of insurance agents are also retiring, leaving the next generation of agents untrained.
To tackle these problems, over 35 expert insurance agents collaborated to create this guide to selling life insurance and Medicare Supplements to seniors. Because training often comes at a great cost, requiring you to spend thousands of dollars on conferences or give up contracts in exchange for training, it’s never been harder to find no-strings-attached insurance sales training — until this book!
This guide covers the entire insurance sales process, so you’ll learn how to:
» Prospect for Final Expense life insurance leads or Medicare Supplement leads, and which type of leads to use
» Approach leads, and what to say to gain their trust
» Overcome the most common objections and concerns seniors have
» Present & sell Final Expense life insurance and Medicare Supplements online, on the phone, or in-person
» Organize your day and motivate yourself to reach maximum sales
» Grow your client base by cross-selling and generating referrals
» Build an online brand that will foster trust and referrals
» a new agent seeking a primer on selling life insurance or Medicare supplements
» an experienced agent looking to maximize your online brand with insurance marketing tips and strategies
» an agency/IMO/FMO wanting to teach agents how to sell life insurance or Medicare Supplements
…this guide is for you!
Learn how 35 experienced agents are successfully selling Final Expense life insurance and Medicare Supplements!
Maximize your final expense and medicare sales
Richard B. Dwyer
March 03, 2017
This is a GREAT book. I have read every book on Amazon on selling Final Expense. This is the best and one of only 2 I recommend. Glen to seems to be very smart about the business, a good writer, & a great guy. This book persuaded me to get back into the business. I probably will look into using Glens lead company when my license is reinstated & I'm fully contracted.
Timothy A. Owen
March 14, 2017
If you are someone that is looking to get started selling Medicare Supplements/Final Expense, or are looking for new ways to market and sell to baby boomers in general, this book will be an extremely valuable resource
Joanne Giardini-Russell - Amazon Customer
February 15, 2017
January 09, 2017
I love the way they used seasoned professionals to help with …
These guys put together a well structured how to book for our market. I love the way they used seasoned professionals to help with the content and share how they deal with specific situations. Definitely a must read for new agents looking for direction! Douglas Massi Final Expense Trainer on You Tube
October 10, 2016
Maximize your final expense and medicare sales
Excellent advice for insurances salespersons who want to maximize their final expense and medicare supplement sales.
Richard B. Dwyer
March 03, 2017
A book for the novice or the seasoned veteran
I will start this review by mentioning that I was given a copy to review for free since I was one of the many collaborators used by the authors in the book. With that out of the way I can tell you that I love the book. The book is a guide of the final expense and Medicare supplement sales processes from beginning to end. When I say the beginning I mean the real beginning. Starting with licensing and contracting. The book is organized in such a manner that the reader can concentrate on only final expense or only Medicare supplement or both. Many agents concentrate on only one of these disciplines. But the reader will see there is a lot to offer for the agents that do both by cross selling. I enjoyed the straight talk about the pros and cons on the resources used by the agents. These resources are expensive and you need to weigh the pros and cons before you pull the trigger. I believe the book is an excellent resource for both the novice and the veteran. If you are new to insurance and you are considering selling one or both of these services then the book will give you great insight into all that it takes to be successful. Or if you are like me, an insurance agent that is already selling these services then they will find some priceless nuggets of wisdom shared by the collaborators. I know I did.
September 18, 2016
Easy to read, good ideas
Easy to read, well put together. Great ideas about how to interact with leads and turn them into sales. I would recommend.
Richard ledbetter jr
January 11, 2018
The best book to help you in insurance sales!
Most “how to”sales books are like cheerleaders, chanting us to win, win, win(sell, sell, sell) “you can make a 6 figures in 6 months” (you can make that touchdown!) but what we really need is a coach to give us play by play instructions on HOW to win. In “How to Qualify, Present & Sell” by Shelton and Biljy they are the coaches in the game of selling FE and Medicare Supps sales. They present the plays to help you win at the game of selling. The other sales books out there do have some things to offer also but it is this book HTQP&S that I consider the bible for selling these types of insurances. Do yourself a favor and buy the book and you will refer to it time and time again! I am looking forward to going to sales appointments and feel confidant with the information I’ve gained from this book! My book below, already dogeared and other book marks and lots of underlining and highlighting....just such great info!
February 05, 2018
What a great way to offset the cost of your leads
November 22, 2017
I did receive a free copy of this book. This is the best sales book that I've read all year. This book does an excellent job in telling you how to work your medicare and final expense leads, how to cross-sell, and it does an excellent job going over the technology needed to organize your leads. It also tells you how to keep clients active remaining in your block of business and what to do when your clients leave your block of business. This is an excellent book for anyone selling medicare supplements and final expense insurance. It is also a great book for those who do sell other types of insurance. This book is a must, must read.
September 18, 2016
A textbook resource for the FE and MedSup business!
First, I received a free copy of this book in exchange for my honest review. This book is VERY well laid out! If you were to look for a business resource for these lines of insurance business, this would be it. It asks and answers all the questions you would think to ask (and others that might not come to mind) along with helping you to evaluate various business building methods. I like the additional feedback and commentary from other agents that are in the business to show what they do in various situations as well. Bottom line: a great resource that should be in your business library!
September 29, 2016
5.0 out of 5 starsA Masterclass in Sales
I did receive this book for free. However, the information and education this book provides is invaluable to me as both a businessman and a salesman. The content of this book guides you through an in depth look at each and every facet of the Medicare supplement and final expense process, while also being concise and easy to follow. It is an easy read, which is hard to say for most of the other sales books/literature that is widespread throughout the market. It is evident from the first chapter that the authors and collaborators have an inexhaustible amount of knowledge on both selling to and communicating with the client. An outstanding read that is packed with insight and techniques that can be applied to any sales position.
September 26, 2016
December 23, 2016
However I was surprised at the amount of well written and easy to understand material in the book about SEO
November 19, 2017
The Sales Guide Of The Year
As a collaborator I received a free copy of the book. I knew from interacting with Glenn and Justin on the Insurance Forum that they're both very knowledgeable. I thought the book would be good, but it exceeded my expectations. This book is a road map to success for the new agent...from A-Z. It's also good for the established agent when we need to be reminded of "the basics". It's truly a Guide To Success that every agent should have in their office!
November 18, 2016
Do You Want To See This Book In Video Format?
After selling more than 5,000 copies of our book “How To Qualify, Present, & Sell Final Expense and Medicare Supplements To Seniors” through Amazon in both ebook and paperback, we decided on a new approach for assisting as many insurance agents as possible in getting proper sales training without having to break the bank!
Join Author and Founder, Glen Shelton, as he shares personal experiences from selling insurance throughout this 50+ video series. He also shares insights gathered from speaking with thousands of other agents over the years also including his additional in-depth analysis on sections from within the book.
ABOUT THE AUTHORS
After years of working in the retail sales sector, Glen Shelton decided to leave the corporate grind and build a sales-focused business of his own. He became an independent insurance agent, initially selling mortgage protection life insurance before he found his niche selling Final Expense life insurance to seniors.
As an independent insurance agent, Glen noticed a lack of quality and service among telemarketed lead providers in the industry—and saw an opportunity. He launched Lead Heroes in 2015 to provide agents with quality leads and attentive service, specializing in telemarketed Final Expense life insurance and Medicare Supplement leads.
In his role as president of Lead Heroes, Glen actively manages a call center with real people generating quality telemarketed leads at affordable prices. By streamlining his processes to improve efficiency, Glen lowers lead costs for agents while maintaining service and quality, which helps agents maximize their ROI.
Glen is a distinguished Eagle Scout with the Boy Scouts of America. Outside of work, he’s either exploring the coast of Oregon with his wife Jessica, son Remington, and daughter Lucille, or relaxing at home in Portland.
Connect with Glen:
A third-generation insurance agent, Justin Bilyj followed his grandparents, parents, uncle, and brother into the industry. After four years of retail sales experience marked by national sales awards, Justin’s insurance career began in 2006 when he joined the family business.
Justin started his independent insurance agency, My Insurance Counselor, in 2009 to help clients find affordable solutions to life insurance and health insurance. As baby boomers began retiring, Justin noticed a growing need and opportunity within the senior insurance market. He rebranded his company as Buckeye Senior Benefits Agency in 2014 to focus on selling Medicare, long-term care, and life insurance plans to seniors in 6 states.
While marketing these services, Justin discovered a passion for digital marketing, search engine optimization, and online brand management. He teamed up with Bantamedia, a national award-winning content marketing agency, to direct its digital marketing services. Now, while continuing to operate his insurance agency, Justin helps other business owners execute effective online marketing strategies.
Outside of work, Justin enjoys traveling with his fiancé to find the best food, wine, and sights around the country with their three small dogs.
Connect with Justin:
The national demographic crisis causing a talent gap in the insurance industry.
With 10,000 baby boomers retiring every day, record numbers of seniors need help with their life insurance and Medicare Supplement decisions. At the same time, agents are also retiring; one-fourth of the insurance workforce will retire by 2018. In the meantime, 90% of new agents burn out before a full year in insurance sales—leaving a deficit of trained agents who are committed to helping seniors choose the best life insurance and Medicare Supplements.
The lack of affordable, comprehensive training available in the insurance industry.
While insurance companies may provide generic product training to agents, they don’t often offer practical sales training to teach the skills required in the field. Most agencies reserve their advanced training programs for only the top sales producers, making it tough for new agents to find training initially—without spending thousands to attend conferences.
The perfect storm of a demographic retirement crisis paired with an industry-wide insurance sales training crisis.
There simply aren’t enough well-trained agents equipped to advise record numbers of retiring seniors on the best health and life insurance plans. The implications of this perfect storm are that unadvised seniors may choose the wrong plan or no plan at all—which could devastate their standard of living or leave an economic burden on the next generation.
Managing collaboration between 35 insurance agents nationwide.
What really sets this book apart is that it doesn’t just offer one or two opinions about selling Final Expense life insurance and Medicare Supplements. To create this comprehensive guide, two agents partnered together from 2,500 miles apart to coordinate a massive collaboration never seen before in the insurance industry—bringing together more than 35 experienced agents to share real-life examples, scripts, and advice as best practices for other agents.
The differences between selling Final Expense life insurance and Medicare Supplements.
An age-old debate between agents rages on: which type of insurance is best to sell? The book, “How to Present, Qualify & Sell Final Expense Life Insurance and Medicare Supplements to Seniors” finally bridges the debate by comparing the pros and cons of selling both. Understanding the nuanced differences between selling life insurance or Medigap is key to selling either one successfully, or cross-selling both together.
The importance of online branding when selling to increasingly tech-savvy seniors.
In this digital age, it’s a mistake to think that seniors aren’t shopping online like other consumers. Studies have shown that every day, 70% of seniors use the internet, 50% check their email, and 42% use smartphones. The way insurance agents market and prospect for business must change as tech-savvy consumers—yes, even seniors—adapt to the times.
SAMPLE INTERVIEW QUESTIONS:
Why was this book created, and what problems does it solve?
Who is this book written for?
What will insurance agents learn by reading this book?
How is this book different from other sales training books?
What types of leads does the book cover?
Which type of lead is best for new agents?
What are the differences between selling Final Expense and Medicare Supplements?
What trends in the insurance industry make this book relevant right now?
How is marketing changing for insurance agents who deal with seniors?
What tools and technologies should agents be comfortable using to sell insurance to seniors?
How can an insurance agent differentiate himself from other agents?
A new agent seeking Medicare Supplement or Final Expense sales training
An experienced agent looking to hone your brand and see what other successful agents are doing
An agency/IMO/FMO figuring out an inexpensive way to give agents Medicare Supplement or Final Expense training without hiring a mentor or trainer
Read these proven tips and scripts to increase your ROI now